Maximizing Sales During Home Maintenance Estimates

Home maintenance estimates help calculate the annual cost of maintaining a person’s home. The calculation includes home repairs and upkeep of the house based on the findings and needs of the house. Homeowners can use a repair cost estimator or hire a contractor.

Most customers will hire a contractor to come and perform the estimate for them. If hired, there are multiple items to check in the house. A home walkthrough is an excellent opportunity to provide additional services and improve client relations.

This blog discusses using upselling and cross-selling as sales strategies when conducting home visits.

Yes, you can upsell during the maintenance check. If you're wondering about the upselling meaning, it's a sales technique where a contractor persuades a customer to purchase a premium or more expensive product. By upselling, you are working to increase revenue with the maintenance check.

When you upsell, you can offer premium versions of the products or potential warranties that come with your services. For example, offering a higher rated HVAC model instead of the standard version. While the up front cost is more expensive, it helps the customer save money in the long term.

Upselling vs Cross-Selling

It is important not to confuse upselling and cross-selling. Cross-selling and upselling are both sales techniques; however, they both mean different things.

Cross-selling is a sales technique that encourages the customer to add a related item to their purchase. An example of cross-selling is offering a maintenance plan on a new HVAC system that needs frequent upkeep.

To organize and prepare for the maintenance, a great tool to use is a house maintenance checklist. A home maintenance checklist is perfect for checking if the systems are working properly or not.

Once you have the checklist, follow the steps on the checklist to help during the maintenance check.

During the maintenance check, inspecting the HVAC system is an important task to complete. The parts that need inspection include:

• Air Filters
• Thermostats
• Ductwork
• Condensers and Evaporator Coils
• Fan Motors
• Refrigerant Level Check

Air Filters

• Find the air filter in the HVAC system and look for any dirt, dust, or debris buildup.
• If there is substantial buildup, inform the client and advise on next steps. You can offer a cleaning or an onsite filter replacement at different rates.
• If the client has a filter onsite, replace the filter free-of-charge. Small acts like that can strengthen client loyalty and increase customer satisfaction.

Thermostat

• Test the thermostat accuracy and recalibrate if necessary. Ask the client when the most recent installation was and check for potential old or hazardous wires.
• If the home needs a new thermostat, you can offer to install a new thermostat upon purchase.
• You can upsell if you present a brand new thermostat with key features that other thermostats do not have.

Ductwork

• Look over ductwork for potential leaks, loose connections, or any damage. Seal gaps and leaks with foil tape or mastic sealant.
• If the client's ductwork is dirty, offer an additional service of cleaning out the ductwork. Cleaning the ductwork can be a cheaper option for the customer.

Condensers and Evaporator Coils

• Clean both condenser and evaporator coils to remove dirt and debris.
• If one of the coils is ineffective, offer the client a discount rate to replace the coils. By offering a discount, you can also increase customer loyalty.
• Educating your clients on brushes and cleaning agents used to clean HVAC coils can also improve client relations.

Fan Motors

• Read the manufacturer's HVAC instructions and lubricate the fan motor according to the instructions. Test the belt tension and fix it to ensure it is working properly.
• If the fan motor is not working, you can offer a bundle service where you include the fan motors with the coils.
• Present alternate options to your clients based on the condition of the system and price accordingly. Worn, and old, AC systems might need entire replacements rather than a new fan motor part.

Refrigerant Level Check

• Check the refrigerant level in the HVAC system. If they are not at the correct levels, add more refrigerant according to the manufacturer's guidelines.
• Check the refrigerant lines for leaks. If a leak is present, suggest a replacement line.

While upselling and cross-selling can help you maximize sales, it is important not to be pushy with the clients. Being pushy with the client can lead to discomfort and ultimately, the client choosing another contractor.

Do not use deceptive tactics to make a sale. Only suggest services that are necessary or preventative of future problems.

General electricians can use a similar checklist to conduct their visit or estimate assessment.

Visit the Electrical Panel

• Check for the proper breaker sizing, corrosion, signs of overheating or other potential hazards. Ensure the breakers are functioning correctly and the circuits are labeled in the right place.
• If the electrical panel is not working properly, you can fix it and offer a complementary service. For this service, you can check other wiring systems as well.
• If the electrical panel is not working properly, try diagnosing the problem and provide an estimate of services.

Circuit breakers and fuses

• Test the circuit breaker and fuses. Check the wire load for signs of disrepair or overloading.
• If the breakers trip, try diagnosing the problem and draft an estimate for parts or fixes to the breaker or fuses.

Outlets, Switches, GFCIS, and AFCIs

• These electrical units will need to be grounded in wet areas to increase safety in moisture-filled areas.
• Be transparent with the client and let them know if they need a new outlet or GFCI. This is a perfect opportunity to upsell them and provide the latest outlet or GFCI technology.

Smoke Detectors and Carbon Monoxide Detectors

• When it is time for the smoke and carbon monoxide detectors, check the batteries and ensure the detector is in the best place possible. If you notice any detectors need a repair or replacement, offer the client your repair or replace services.
• If you have new detectors on you, you can perform the replacement on the spot for an extra fee (cost of smoke detector + labor).
• Additionally, you can charge the customer a significantly reduced rate for installation if they already own the replacement detector. Onsite services go a long way in establishing returning customer bases.

There are ways to maximize sales as a contractor. The best way is to help during a maintenance check and suggest new and improved items to the client. Shop a variety of HVAC and electrical systems today at HomElectrical!